Business Development Manager

Job Purpose :

Senior Business Development Manager / Director of sales for Cyber Security Services, will be responsible to drive sales in India region across multiple customers both large and small organizations.

Main Duties :

- Acquire an in-depth understanding of the Industry segments, enterprise sizes and regions in India, identify clients and to promote and sell Cyber Security Services

- Establish relationships with customers and secure contracts and execute strategy for account and achieve assigned sales quotas and targets.

- Responsible to drive deals from opportunity, identification, validation, qualification to closing the Deal

- Qualify opportunity inside account and create solutions.

- Consult about business challenges and requirements, as well as the range of options and cost benefits of each.

- Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.

- Make presentations to senior managers and decision makers.

- Draft and deliver proposals.

- Work with technical staff and product specialists where required to address customer requirements.

- Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.

- Report on sales activity.

- Keep detailed notes on prospect and customer interactions.

- Provide forecasts on best case and most likely sales volumes over relevant time periods.

- Work with delivery teams to proactively address problems.

- Map competition and develop appropriate winning sales strategies, often in conjunction with Partners.

- High degree of commitment and goal orientation is a must and must be willing to adjust to the demands of a dynamic environment.

- Maintain awareness of current cyber security tools and threat landscape in order to advise customers appropriately

Skills and attributes for success :

- Engineering Graduate or/ and Graduate with MBA, preferably with a specialization in marketing from a reputed institute/ university.

- IT literate and proficient in the use of computer software including Microsoft Outlook, Excel, Power Point.

- Prior experience and knowledge of selling cyber security products and services like EDR, WEB security, DLP, VPN, ZTNA, CASB, Threat intelligence and prevention, SIEM, SOC and IDAM etc.

- Knowledge of regulatory frameworks like IRDAI, PCI-DSS, RBI and ISO-27001 are desirable.

- Relationship with cloud and security OEM will be an added advantage like Checkpoint, Fireeye, TrendMicro, Forcepoint, Sophos, Crowdstrike, Netskope, CyberArk, Vmware, Cisco, AWS, MS-Azure etc.

Experience and Skills :

- 10+ years of product and services selling experience in Cyber Security, Network and or IT Infrastructure management services

- Candidate should have a good conceptual knowledge of Cyber Security & IT Infrastructure technologies (Server/ Storage/ Network/ Voice/ Cloud/ Middleware etc. & IT Service Management)

- Candidate should have developed new accounts and managed existing accounts, and have the capability to translate the customer business issues into requirements

- Candidate should have managed large and small customers and must have engaged CXO / CIOs / CISO

- Candidate must have deep connects with partner ecosystem in the region

- Candidate must possess excellent verbal, written, communication and presentation skills

- Excellent communication skills.

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